Senior Territory Manager

Role & responsibilities

Sr. Territory Manager / Dy. Regional Manager Analytical Instruments

Location: Mumbai
Experience: 1015 Years
Work Schedule: 6 Days Working | General Shift
Work Model: 50% Field Sales + 50% Inside Sales
Industry: Analytical Instruments / Laboratory Equipment / Scientific Instrumentation
Employment Type: Full-Time

About the Role

We are looking for an experienced Sr. Territory Manager / Dy. Regional Manager Analytical Instruments to drive business growth and manage sales operations across the assigned territory.

The ideal candidate should have 1015 years of strong B2B sales experience in analytical instruments, laboratory instruments, scientific equipment, or capital equipment, along with proven experience in team handling, territory management, key account management, customer acquisition, and new business development.

Candidates with hands-on experience selling high-value analytical instruments such as GC, GC-MS, GC-MS/MS, AAS, ICP-MS will be preferred.

Key Responsibilities

• Drive sales and revenue growth across the assigned Mumbai/Western region territory.
• Develop and execute regional sales strategies to achieve business and revenue targets.
• Manage the complete B2B sales cycle, including lead generation, prospecting, customer meetings, technical discussions, demonstrations, quotations, negotiations, and closure.
• Identify and develop new business opportunities across industrial, pharmaceutical, chemical, research, testing, academic, and laboratory segments.
• Manage and grow relationships with key accounts, institutional customers, corporate clients, government organizations, PSUs, and private organizations.
• Handle high-value technical and capital equipment sales involving multiple stakeholders and longer sales cycles.
• Prepare and manage commercial proposals, negotiations, tenders, contracts, and purchase orders.
• Handle GeM, PSU, government, institutional, and private tenders and ensure timely submission and follow-up.
• Lead, mentor, and monitor the performance of the sales team within the assigned territory.
• Conduct regular market mapping, competitor analysis, territory mapping, and customer segmentation.
• Maintain an effective sales pipeline and ensure accurate CRM and sales funnel management.
• Track sales forecasts, revenue pipelines, target achievement, and conversion ratios.
• Coordinate closely with service, application, technical, and operations teams to ensure smooth customer engagement and post-sales support.
• Conduct regular customer visits, product presentations, technical discussions, and business reviews.
• Identify market trends, customer requirements, competitor activities, and opportunities for business expansion.
• Build strong relationships with decision-makers and technical stakeholders to generate repeat and referral business.

Mandatory Requirements

• 10–15 years of relevant B2B sales experience in:
• Analytical Instruments
• Laboratory Instruments
• Scientific Equipment
• Capital Equipment
• Technical/Industrial Instrumentation
• Proven experience in territory management and sales target achievement.
• Experience in team handling / sales team leadership.
• Strong experience in new business development and customer acquisition.
• Experience in key account management and relationship management.
• Strong commercial negotiation and closing skills.
• Experience handling tenders – GeM / PSU / Government / Private.
• Strong understanding of sales pipeline, CRM, forecasting, and sales funnel management.
• Willingness to travel extensively for customer meetings and business development.

Preferred candidate profile

Candidates with sales experience in the following analytical instruments will be highly preferred:

• Gas Chromatography (GC)
• GC-MS
• GC-MS/MS
• AAS – Atomic Absorption Spectroscopy
• ICP-MS
• Analytical & Laboratory Testing Equipment
• Scientific Instrumentation